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Personal Agent Business Plan 2011

for

________________________________________________ name

_______________________________ date prepared

“Herein lie the business matters of importance to me.”

“Urgent things act on us. Urgent matters are usually visible. They press on us; they insist on action. They’re often popular with others. They’re usually right in front of us. And often they are pleasant, easy, and fun to do. But so often they are unimportant.” “Importance, on the other hand, has to do with results. If something is important, it contributes to your mission, your values, and your high priority goals.” “We react to urgent matter. Important matters that are not urgent require more initiative, more proactivity. We must act to seize opportunity, to make things happen.”

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Dr. Stephen R. Covey from “The 7 Habits of Highly Effective People”

Purpose
The purpose of this plan is to provide myself a specific and complete guideline for the accomplishment of set goals for the New Year beginning January 1, 2011. This plan is my one-year, month-to-month plan designed to achieve a financial goal of $____________________________________ of personal income in calendar year 2011.

My plan is specific in both the amount of and the type of activities that I will accomplish each week, each month, each quarter for the year. I will monitor myself every thirty days to make sure that I am on target and will alter activities that are not working for me. If necessary, I will seek the assistance of my broker or team members to determine what alterations will be best.

My plan is designed to create growth for me, both financially and mentally. It is within my initiative and my proactivity to make the things happen in my life that will bring the results that I want.

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Therefore, I am committing my efforts and energies toward the completion of this plan.

____________________________________________ ________________ Name Date

Personal Review

1. First licensed: ____________________________________ Date (month/year) 2. Reason/motivation for entering into Real Estate: _____________________________________________________________________ _____________________________________________________________________ ______________________________________________ _____________________________________________________________________ _____________________________________________________________________ ______________________________________________ 3. Most memorable personal success(s) since entering Real Estate: _____________________________________________________________________ _____________________________________________________________________ _____________________________________________________________________ Take your marketing to the next level: http://www.dangerousTACTICS.com 3

_____________________________________________________________________ _____________________________________________________________________ _______________________ 4. Please state the one thought, action or idea that has created the most business for you in 2009. _____________________________________________________________________ _____________________________________________________________________ _____________________________________________________________________ _____________________________________________________________________ _____________________________________________________________________ _______________________

Take a few minutes to answer the following questions with a “Yes” or “No” answer. Please be honest in your response. 1. I probably spend more time planning to prospect than I devote to actually prospecting. 2. I’m probably not really trying to prospect for new business as much as I could or should because I’m not sure it’s worth the hassle. 3. I probably don’t try as often as I could to initiate contact with influential people in my community who might be prospects for my service, or at least a source for referrals. 4. I get really uncomfortable when I have to phone someone I don’t know, who is not expecting my call, to persuade them to buy something they may not want to buy. 5. Personally, I think having to call people I don’t know, who are not expecting my call to promote a product or service is humiliating and demeaning. 6. Self-promotion doesn’t really matter to me. I just don’t apply myself to it very purposefully or consistently. Take your marketing to the next level: http://www.dangerousTACTICS.com 4

7. Actually, prospecting doesn’t really bother me. I just don’t apply myself to it very purposefully or consistently. 8. I find myself hesitating when it is time to ask for a referral from an existing client. 9. I tend to need time to “psych” myself up before I prospect. 10. I tend to spend a lot of time shuffling, planning, prioritizing and organizing the names on my prospecting list (or cards) before I actually put them to use. 11. Regularly making cold calls (calling on people I don’t know who are not expecting my call and who may not want to talk to me) is really difficult for me. 12. I tend to feel uneasy when I prospect because deep down I think that consistently promoting myself and my products is not very respectful or proper. 13. To me, making sales presentations to my friends or asking them for referrals is unacceptable because it might look like I was trying to exploit their friendship. 14. I often feel like I might be intruding on people when I prospect. 15. To me, making sales presentations to members of my own family, or even asking them for referrals, is inappropriate because it might look like I was trying to selfishly exploit them. 16. It is very important to me to find innovative, alternative ways to prospect which are more professional and dignified than the methods used by other salespeople. 17. I think that prospecting for new business probably takes more out of me emotionally than it does other salespeople. 18. I do okay in one-on-one sales situations, but I would probably get really nervous if I found out that next week I had to give a sales presentation in front of a group. 19. Highly educated, professional people like lawyers and physicians tend to annoy me, so I don’t try to initiate contact with then even though I probably could if I wanted to. Take your marketing to the next level: http://www.dangerousTACTICS.com 5

20. Self-help material is superficial and probably won’t teach me anything I don’t’ already know. 21. I have reasonably clear goals, but I probably spend more time talking about them than working toward them. 22. I would probably feel more positive about prospecting for new business if I had some additional training to fortify my sales skills. 23. I probably could prospect more, but I’m really just marking time until I get to do what I really want to do.

Please take a few moments to circle which of the following stops you from moving to a higher level of production. o Following a schedule o Tracking your daily numbers o Fear of rejection o Overcoming objections o Goal setting o Personal motivation o Assistants o Presentation skills o Controlling emotions o Poor prospecting habits o Lack of time management skills o Working with too many buyers o Lack of a competent assistant o Spending too much time on marketing/mailing o Too many leads o Cash flow problems Take your marketing to the next level: http://www.dangerousTACTICS.com 6

o Too much time spend on computers o Too many hours worked o Qualifying prospects, sellers and buyers o Too many unqualified appointments o Too many listings o Too many assistants/staff turnover o Lack of management skills o Too many unfinished projects o Not following a business plan o Too many non-dollar productive hours o Burnout o Lack of job description o Finance o Maintaining a professional and productive attitude o Delegation o Too attached to outcomes o Thinking big enough o Past clients o Systematizing the business

From the above list, please indicate which the top three challenges in your business are today: 1.____________________________________________________________________ ______________ 2.___________________________________________________________________ _______________ 3.___________________________________________________________________ _______________ Take your marketing to the next level: http://www.dangerousTACTICS.com 7

The number of contacts that I make daily will equal the number of deals I do annually.

Goal of 25 deals a year- floor
10 hours prospecting per week 125 contacts per week 10 lead per week 5 hours lead follow-up per week 2 sales per month

25 deals per year equal $45,000 in income per year
Average sales price, average income $150,000 x .03= 4500 x .4= $1,800 $1800 x 25 deals $45,000 paid at closing

Goal of 50 deals a year
20 hours prospecting per week 250 contacts per week 20 lead per week 10 hours lead follow-up per week 1 sale per week

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50 deals per year equals $

in income per year

Average sales price, average income $150,000 x .03= 4500 x .45= $2,025 $2.025 x 50 deals $101,250 paid at closing 2011 Objectives Business—Here are all the business objectives that I want to accomplish during the 2011 calendar year. I understand that the achievement of any goal is much more likely when the goal is measurable and measurements are taken on a regular basis. Therefore, I will measure myself on each of these goals frequently enough to ensure their accomplishment.

1. To earn an income of $________________________________ 2. To work an average of _______ hours per week of which 75% are highly productive. 3. To work a maximum of _______ days per week and take _______ complete weeks off each month. 4. Take ________-day vacations during the course of the year. 5. Prospect a minimum of _______ hours a week of which 75% is high impact and only 25% is low impact. 6. Preview a minimum of ______ hours a week and while doing so to call on each and every FSBO that I see in between appointments. 7. Spend ____ of my gross income on personal advertising and promotion. 8. _______________________________________________________________ __________________ __________________________________________________________________ ___________________

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9. _______________________________________________________________ __________________ __________________________________________________________________ ___________________ 10. _______________________________________________________________ __________________ __________________________________________________________________ ___________________

Mental—Here are all the mental goals that I want to accomplish in calendar year 2011. These goals will help to insure that I do not just develop in a unidirectional fashion. I will be a while, well-rounded person with many facets to my life.

1. Attend ______ educational and/or motivational seminar during calendar year 2011. 2. Attend a Mike Ferry Action Workshop or Superstar Retreat during the year. Stretch my mind. 3. Read at least _______ books per quarter that will improve my sales skills, enthusiasm, or positive attitude. 4. Go out to dinner with my family or spouse _______ times a month and not talk anything about work, real estate or the office.

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5. _______ mornings each week I will start my day out by spending _____ minutes in meditation, quiet time, and reflection on those values that I hold most dear. I will not allow myself to get way from my values. 6. Participate ______ times a week in a vigorous physical workout for at least 30 minutes in the exercise of my choice. 7. Attend ______ social functions (plays, movies, parties, open houses, etc.) each quarter without the ulterior motive of prospecting of promoting myself or any listings. 8. _______________________________________________________________ _______________________________________________________________ __________________________________________ 9. _______________________________________________________________ _______________________________________________________________ __________________________________________ 10. _______________________________________________________________ _______________________________________________________________ __________________________________________

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2011 Self- Development
Education
Yes/No __________ __________ __________ __________ __________ __________ __________ __________ __________ Continuing Education E-Pro Howard Brinton Annual Retreat One-day seminars GRI Course (I, II, III) CRS Course CRB Course C.C.I.M Other Date Cost

Professional Involvement
Yes 1. Local Board of Realtors 2. State and/or National ____ 3. Community Involvement 4. Other (describe) ____ ____ ____ ____ ____ ____ No ____

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Self- Help
1. Tapes/ CDs 3. Magazines _________________________________________ _________________________________ _________________________________________ _________________________________ 2. Books 4. Professional Groups

________________________________________ __________________________________ ________________________________________ __________________________________

Personal Budget
Income/Expense Needs PERSONAL INCOME NEEDS
Fixed Expenses Rent or mortgage Utilities Insurance Income/State tax Property taxes Month __________ __________ __________ __________ __________ Year

Social Security tax __________ Telephone Other Living Expenses Food Clothing Laundry/Dry Cleaning __________ __________ __________ x 12 _________________

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Non-business lunch’s

__________

Auto expenses, personal __________ Medical & Dental Other Savings and Investments Life Insurance Savings account Debt reduction Investments Other Miscellaneous Charities __________ __________ __________ __________ __________ __________ x 12 __________________ __________ __________ x 12 _________________

Vacation/ Entertainment __________ Club & lodge dues __________ Gifts & Services Other __________ __________ __________ x 12 ___________________

________________________

Total Personal Income Required $ _________________ x 12 ____________________

BUSINESS EXPENSE REQUIREMENTS
Month Postage Printing/stationary Telephone Accounting Taxes/license Office rent Secretarial Service Direct Mail Entertainment __________ x 12 __________ x 12 __________ x 12 __________ x 12 __________ x 12 __________ x 12 __________ x 12 __________ x 12 __________ x 12 Year _________ _________ _________ _________ _________ _________ _________ _________ _________

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Automobile/travel Personal Development Other

__________ x 12 __________ x 12 __________ x 12 __________ x 12 __________ x 12 __________ x 12

_________ _________ _________ _________ _________ _________

________________________ ________________________ ________________________

Total Business Income Required $ _________________ x 12 ____________________

Summary of income needs and goals
Income needs
Total personal budget ____________ Total business budget ____________ Total income needs ____________ _____________ _____________

Month

Year

_____________

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Financial and Numbers Breakdown 1. Income goal for the year: ____________________________ =$40,000/year 2. Income goal per month (avg.): ____________________________ #1 / 12 months =$3,333/month

3. Income goal per week (avg. for 50 wks.): ____________________________ #1/ 50 weeks 4. Income goal per day: ____________________________ (5-1/2 days/week x 50 weeks = 275 days) #1/ 275 days = $145/day = $800/week

5. Income goal per hour: ____________________________ (10 hours/day x 275 days = 2750 hours) #1/ 2750 hours 6. My average sale price: ____________________________ = $60,000 7. Total average commission per transaction: ____________________________ 8. My income per transaction: ____________________________ = $1,030 9. Total number of transactions needed = $14.50/hour

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to close in order to make income goal ____________________________ #1/ #8 = 38.83

10. Using a 15% cancellation ratio, the number of transactions I will have to pend to end up with #8 ____________________________ #9/ .85 = 45.7

11. Number of transactions per month to close ____________________________ #9/ 12 = 3.24

Number of transactions per month to open ____________________________ #10/ 12 = 3.8

12. Number of transactions per week to close ____________________________ #9/ 50 = .78

Number of transactions per week to open ____________________________ #10/ 50 = .91

13. To get one appointment, I need _______ prospects. 14. To get one prospect, I need to make _______ contacts. 15. Therefore, to achieve my total income goals for the year 2011, I will have to make _______ (15a) contacts per month or _______ (15b) contacts per week by making ______ (15c) contacts per day.

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Breakdown of Prospecting Time Identify specifically which prospecting techniques you are going to use and the number of hour s per week and hour per day that you will be involved in each technique. Number of Hours Activity 1. FSBOs ______ 2. Expireds ______ 3. Warm Telephone Calls ______ 4. Internet ______ 5. Open House ______ 6. Cold Door knocking ______ 7. Past clients/customers ______ 8. Past CRTRE Clients/Customers ______ ______ ______ ______ ______ ______ ______ ______ Daily ______ Weekly

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9. Demographic Farming ______ 10. Contacting Networks ______ 11. Sphere of Influence ______ 12. Renters to become owners ______

______

______

______

______

Breakdown of Previewing Time Time spent previewing properties ______ to be better prepared to sell ______

Breakdown of Hours Worked outside of Prospecting

Outline in as much detail as possible, outside of the prospecting that you’re going to do (but still within your regular business day), the specific times you will spend on various other activities. But remember, many of these activities are not considered highly productive activities (those other than Preview, Prospect, List and Sell) and you will want to minimize your time spent in them (or better yet, higher an assistant to do them for you.)

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Hours per Day Activity 1. Follow up pendings ____ 2. Meet with assistants ____ 3. Sales Meeting ____ ____ 4. Tour ____ 5. Call for appts. with ____ prospective buyers 6. Show property ____ _____ _____ _____ _____ ____ Mon Tue Wed Thr Fri Sat

_____ _____ _____ _____ ____

_____ _____ _____ _____ ____

_____ _____ _____ _____

_____ _____ _____ _____ ____

_____ _____ _____ _____ ____

7. Read and/or study listen to tapes _____ _____ _____ _____ ____ ____ 8. Plan/ Review Goals ____ 9. Achieve mo plan milestones ____ Total Other Time ____ _____ _____ _____ _____ ____

_____ _____ _____ _____ ____

_____ _____ _____ _____ ____

Prospecting Time ____ Preview Time ____

_____ _____ _____ _____ ____

_____ _____ _____ _____ ____

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Total Daily Time ____

_____ _____ _____ _____ ____

48 Specific Milestone to be Accomplished during the 12 Months of 2011
Here you can list in random order, the 48 goals, objectives, plans, etc. that you are committed to accomplish during the twelve months of 2011. You must then prioritize them and list four (4) under each month of the year on the following sheets. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. Take your marketing to the next level: http://www.dangerousTACTICS.com 21

14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31. 32. 33. 34. Take your marketing to the next level: http://www.dangerousTACTICS.com 22

35. 36. 37. 38. 39. 40. 41. 42. 43. 44. 45. 46. 47. 48.

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Summary of Milestones by Month
January 1. 2. 3. 4. May 1. 2. February 1. 2. 3. 4. June 1. 2. March 1. 2. 3. 4. July 1. 2. April 1. 2. 3. 4. November 1. 2. 3. 4. October 1. 2. 3. 4. 3. 4. September 1. 2. 3. 4. 3. 4. August 1. 2. 3. 4.

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3. 4.

December 1. 2.

3. 4.

Monthly Business Plan For each month that you’ve listed four things to do, you must determine and write out clearly how (the action steps) you will proceed to accomplish each item. In some instances you may also need to list other people or resources that will be necessary to accomplish the item. Use one page for each item, similar to the outline shown below:

Month: ______________________________ 1. Milestone: 2. Milestone:

Action Steps: 1. 2. 3. 4.

Action Steps: 1. 2. 3. 4.

3. Milestone:

4. Milestone:

Action Steps: 1. 2.

Action Step: 1. 2.

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3. 4.

3. 4.

The final step comes when you take these individual action steps and incorporate them into your calendar so that on a day-by-day basis you are doing the things that will lead you to complete the 48 most important accomplishments for 2011 in addition to your regular day-in, day-out activities. YOUR PLAN IS NOW COMPLETE!!

Purpose of my goals

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On the pervious pages are my goals for the year. I have taken the time to analyze my accomplishments during the past year. I have outlined my objectives for the year with work habits and daily dollar productive activities that will help me achieve my goals.

My goals will be constantly monitored to ensure they are being met and to make adjustments as needed.

My signature below is my personal commitment to meeting the goals that I have set for myself for the year.

_________________________________________________________ Signature

_______________________________ Date

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